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Basics of Sales 10: The Internet

Now that I’ve focused on phoning people, there is the ever tangled web of selling through the internet to tackle. Every Medium Matters Not only was this the excellent slogan…

20 August

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Basics Of Sales 9: Scripts

Earlier in this series I talked about the importance of core messaging as something that lies behind everything you do in both sales and marketing. Nowhere is that more evident…

13 August

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Basics Of Sales 8: Cold Calls

"Not Cold Calling!" I hear you screaming. People bemoan the amount of ‘nuisance’ calls they get everyday, and its mere mention springs to mind low paid workers with long lists…

06 August

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Basics of Sales 7: Feedback

One of the most powerful and under-rated tools is feedback from prospects and in particular the questions that they ask you. One is Many For every customer that asks you…

02 August

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Basics of Sales 5: Process

This is a rough guide on the sort of process you should be undergoing in your sales process. One – Research Selling something is really more about your prospect…

18 July

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Basics of Sales 4: Set Up

Now depending on your industry this will differ, but there are certain things you need to have in place in order to get your sales rolling. A Contact Point You…

09 July

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Basics of Sales 3: Goals

What is actually your goal when doing any sort of sales activity? It seems like a simple question doesn’t it? Pretty much every time I will ask this question the…

05 July

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Basics of Sales 2: Messaging

At the heart of any sales/marketing effort is messaging. Here’s a little exercise I like to do with people. Think of just 3 attributes you would like to be known…

28 June

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Basics of Sales 1: Knowledge

I often talk about lead generation being the most important factor for any business. No matter how established you are if you don’t put effort into expanding and retaining your…

17 June

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How To Convert lesson 5: Persuading a Prospect

We’ve been covering how to convert a pitch into a sale. So far we’ve covered spec work, small jobs, following up & objection handling. Now I want to ask a…

02 May